Director, AE – Strategic & Expansion

About Our Client

Our client pioneered the concept of managed prepaid disbursement programs and, more than 25 years later, remains at the forefront of the fintech industry, having facilitated well over $100 billion in payments for thousands of clients ranging from mid‑market companies to the Fortune 500. With offices in Chicago, Philadelphia, and London, this people‑first organization manages and modernizes business‑to‑individual disbursements across a wide range of use cases, including consumer refunds, employee incentives, insurance claims, rebates, and embedded payout solutions.

The company has built a culture of trust, transparency, and inclusion and is expanding its platform capabilities and enterprise partnerships to accelerate strategic growth.

This senior commercial role is focused on expanding strategic accounts rather than maintaining them. As Director, Account Executive, you will own a portfolio of large enterprise clients running disbursement, incentive, prepaid, virtual card, and payout programs on the platform. You will have full accountability for identifying whitespace, growing wallet share, and building executive relationships that translate into multi‑year commercial partnerships.

• Own the commercial growth, retention, and expansion strategy for a portfolio of large enterprise clients.
• Identify whitespace opportunities across business units, payment flows, and use cases where the company is not yet present, developing and maintaining strategic account plans to capture them.
• Build and manage a prioritized pipeline of expansion opportunities within assigned accounts, driving cross‑sell and upsell through consultative, solutions‑based selling.
• Lead complex commercial negotiations, renewals, pricing discussions, and multi‑year contract expansions, owning in‑year revenue performance and contributing to annual budgeting and forecasting.

• Build multi‑threaded relationships across enterprise accounts, engaging Procurement, Finance, Operations, Product, Business Unit leaders, and executive stakeholders to expand the depth and breadth of each partnership.
• Lead executive business reviews focused on growth strategy, relationship health, performance trends, and retention risk, operating as a trusted advisor while maintaining a strong commercial orientation.
• Proactively identify competitive threats and expansion opportunities within assigned accounts, maintaining client confidence and strategic momentum through operational challenges or organizational change.

• Serve as the commercial leader and executive escalation point across assigned accounts, coordinating cross‑functionally with Client Success, Product, Operations, Finance, Compliance, Implementations, Marketing, and Support teams.
• Drive internal alignment around growth initiatives, client priorities, and risk mitigation strategies, advocating for client needs while balancing operational realities and organizational priorities.
• Provide strategic feedback into product development and commercialization initiatives based on enterprise client insight and evolving market dynamics.

• Monitor account KPIs, issuance trends, and growth metrics, proactively addressing risks tied to client attrition, underperformance, or competitive pressure.
• Navigate ambiguity and operational complexity with professionalism and sound judgment, maintaining urgency and accountability in high‑pressure client situations.
• Stay current on payments industry trends, competitive dynamics, and evolving enterprise client business needs to ensure ongoing strategic relevance across the portfolio.

• Demonstrated track record of growing revenue within large enterprise accounts, with consistent expansion of wallet share and contract value across a complex portfolio.
• 5–7+ years of experience in enterprise sales, strategic account management, commercial relationship management, or business development, with direct exposure to Fortune 500 or highly…